The fact is you can only succeed in sales when you understand this fact. Top salespeople in all markets make sure they know their prospects and customers and their prospects and customers know them by contacting them before and after the sale via email, brochures, newsletters and by referrals from the friends and business associates of their peer groups. They realize that the acquisition of a new customer is an important event in the building of their personal asset base. They know that they are in it for the long haul and treasure each new client.
Most people will not buy from someone they do not like, so top people will study how to gain rapport with prospects as early as possible. The skills involved here range from their appearance, a friendly approach, a smile, a firm handshake and other body language skills such as mirroring the prospects stance and using NLP (Neuro Linguistic programming) methods to attain congruence even before any attempt is made to present their product or service.
Trust has to be gained, there are a number of factors that play a part in building trust right from the start of a relationship, such as looking the person straight in the eye when meeting and presenting to them, having a confident manner and a firm grasp of the benefits of the product or service, understanding in advance of all the likely objections to the offer so that they can be offered up in the presentation and dealt with adequately before they can develop into barriers in the prospects mind.
It can be seen from the above that successful salespeople are people who enjoy meetin g a wide variety of people and have an expertise in human relationships.
This is a brilliant article; very well written. Even i have worked into direct sales and i have learned a lot about sales in our training sessions. You have mentioned great points here to be a successful sales person.
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